Assumptive Transition vs Overview, Benifit, Permission Transition

Those are two great examples of both an assumptive transition and an overview, benifit, permission transition.

I personally call these mini-closes in the deal, transitions and I do apologize if it causes any one any confusion. These transitions, or mini-closes are getting you one step closer to the final close for the sale. You guys have been giving great examples of the two, but question still remains, which do you prefer to use? I am aware that you may have to use one or another in certain situations, but which of them do you use more frequently?

**One thing to note though is in the permission transition, noted above, Notice that there still is an assumptive transition used in it.

So as you see you will almost always be using an assumptive transition regardless of which you prefer.

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JR,

Good point, technically that is assumptive so let’s change the words around a bit to create a better example for this thread.

What I’d like to do now if you’d allow me, is I’ll write down a few details on your old car so we can have the manager give us the best possible price for it and we can continue by sitting down together so I can explain the different financing options available to you. Would you like that?

OR a more simplified and slightly assumptive leaning example,

What I’d like to do now if it’s OK with you, is continue by sitting down together so we can go over your options and how you’d like to pay for the vehicle. Fair enough?

As to which way to I prefer, assumptive or permission tactic I would say that it depends on the customer and how you line up the sale. Since these are sort of opposite in a sense, I wouldn’t change tactics at the transition from the lot to the office.

Also, if during the beginning parts of the sale the customer is not responding to one, they might respond better to the other.

So to pick one favorite over the other… for this poll and my qualifier, I would lean to the assumptive.

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I would like to add a couple more points.

I find most customers respond well to assumptive statements especially if you have not skipped the basic steps of the sale and have done a proper evaluation and presentation.

For the customers that are more sensitive or the aggressive salesman, the permission technique can be more 'neutrally charged' as we call it.

When you find yourself being too assertive, aggressive or over assumptive you may find that you are projecting your fear and anxiety towards the customer. You can hear and feel that in statements and it can even come across as weak, needy or begging.

For this reason it is important to be aware of not only what you say but how you say it, so that your words come across as neutrally charged as well as technically persuasive.

This is a LEGITIMATE question...

I understand that we can disect a sentence, a phrase, and a close or process. Other than for clinical reasons, and other than the fact that I didn't understand the terms you've advanced here right away (even though I've heard of an assumptive close for example) please enlighten me as to why we have reams of books on the various styles of selling when in MY reality being that a picture being worth a thousands words.... an example is worth a thousand words to me as well.

Personally AND THIS MY OPINION, I don't really care what you call something... for example gray.... you can have a myriad example of gray by having adjustment to a color pallette. I'm not caring what went into it, I like the shade or I don't.

So in my case, rather than call something a name, I'd prefer to see an example and ask me which I would prefer and why.

This is ME WASTING TOO MUCH TIME RATHER THAN WORKING... this morning....

Aloha...